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Please use this identifier to cite or link to this item: http://hdl.handle.net/2440/73566

Type: Journal article
Title: Determinants of export success in professional business services: a qualitative study
Author: Lu, V.
Quester, P.
Medlin, C.
Scholz, B.
Citation: Service Industries Journal, 2012; 32(10):1637-1652
Publisher: Frank Cass Co Ltd
Issue Date: 2012
ISSN: 0264-2069
Statement of
Responsibility: 
Vinh Nhat Lu, Pascale G. Quester, Christopher J. Medlin and Brett Scholz
Abstract: Despite their crucial contributions to the prosperity of national economies worldwide, there is limited knowledge on the international operations of professional service firms (PSFs). The purpose of this paper is to investigate the antecedents of export success of PSFs, taking into account both firm characteristics and market characteristics. Research findings indicated that management attitude, resource commitment, and international experience and reputation significantly enhanced their export performance. However, the firms appeared to disagree on the role of firm size in fostering their success. Additionally, the performance of professional service exporters was also determined by competition intensity and actions by the host governments. Finally, export promotion efforts, in the form of export assistance by home government and support from industry-based associations, also played a significant role.
Keywords: Professional services; export performance; B2B; Australia
Rights: © 2012 Taylor & Francis
RMID: 0020120678
DOI: 10.1080/02642069.2012.665893
Appears in Collections:Business School publications
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